sales hiring Archives

How to Hire a Sales Leader That Fits the Role and Culture

Posted on February 19, 2020May 9, 2022 by caitlinhoward

Adding the right sales leader to your organization can help accelerate your company’s ability to grow and increase revenue. On the other hand, hiring the wrong sales leader can cost your company a lot of money and lead to a string of negative consequences. In order to make sure you hire the right person, it’s important for the interviewer to be able to determine whether a candidate is just good i...

5 Tips for Hiring Tech Sales Pros

Posted on March 27, 2019May 9, 2022 by caitlinhoward

Today’s world is continuously changing. Over the past decade, technology has moved at a pace we’ve never seen before and has helped create new products and services almost daily. These advances in technology have not only changed the lives of consumers, but they’ve also opened up new opportunities for businesses. Technology companies are eager to get their solutions and products in front of the ...

3 Tips to Meet a Tight Sales Hiring Deadline

Posted on April 20, 2018December 11, 2020 by caitlinhoward

In an ideal workplace, you would have ample time to source top sales talent and build relationships with potential candidates, making it easy to hire and retain star sales professionals. In reality, one or multiple new sales positions can open up unexpectedly and you’re responsible for filling these positions in a less than ideal time window. No matter how calm and collected you are when accompli...

3 Tips for Managing a Remote Sales Team

Posted on April 13, 2018May 13, 2021 by caitlinhoward

There are many perks to managing a remote sales team, including -- reduced overhead, flexibility, larger talent pools, not to mention reps that can sell from anywhere and at any time. However, managing a remote sales team comes with its own special set of challenges. When your sales reps are spread out, you’re not just managing performance strategy. You’re now responsible for staying on to...

Why HR Should Partner with a Recruiting Firm for a Multi-Market Hiring Initiative

Posted on March 16, 2018December 11, 2020 by caitlinhoward

A rapidly growing company can be an exciting place to work. You may have new demands to meet while in this growth mode, but they’re often full of new experiences and opportunities. But amid the daily challenges, expanding companies often underestimate the amount of extra work that is placed on HR departments when adding new employees. Hiring one new employee at a time is difficult, but trying to ...

Naviga Enables Global Manufacturer to Expand Sales Presence Across the U.S.

Posted on February 15, 2018December 12, 2020 by caitlinhoward

Expanding into global markets can offer companies new opportunities to diversify their operations, reach new customers, and tap into new talent. However, global companies who are unfamiliar with the cultural differences and selling style in the U.S. may find it difficult to hire the right sales reps for their company. If you want your company to grow or expand into new U.S. markets, or are hiring...

How to Hire Star Salespeople For Your Business

Posted on October 11, 2017May 24, 2023 by caitlinhoward

how to select star salespeople for your business

Do you want the process for hiring top sales reps? Thousands of STAR sales candidates have been hired using this proven process! Get this FREE guide and discover: How to Choose the Right Candidate and avoid costly mis-hires The 15 questions you can use in your interviews to hire the right candidates The 5 dimensions that identify top performing sales people How to involve your team to make the b...

The 45 Day Action Plan to Hire Star Sales Reps

Posted on October 10, 2017December 19, 2023 by caitlinhoward

A step by step guide for hiring the perfect fit for your position. Thousands of candidates hired using the 45-day action plan. View this FREE plan and learn: How to keep your hiring process on a schedule so you can keep candidates engaged The best places to find top-performing sales reps How much time, resources, and money to devote to hiring How to hire a star sales rep that will start ge...

4 Must-Do Actions Before Firing Sales Reps

Posted on August 4, 2017December 17, 2020 by caitlinhoward

The harsh reality of being in a management role is that you’re going to have to make tough decisions about who to keep on your staff and who to let go. In the world of sales, high turnover is more commonplace, but it doesn't make it any easier. However, if you've identified an underperforming rep that needs to go, then you should have a process in place before you fire them. There are four cruc...

How to Find More Relevant Sales Resumes, Not Just More

Posted on July 28, 2017April 16, 2024 by caitlinhoward

When it comes to sales hiring, most employers don’t realize they’re making crucial mistakes in their hiring process. Many companies have had the same sales hiring process in place for years and as long as candidates are applying for their positions, they believe the process is working. However, the number of sales applicants is not always a good indicator of success. Instead, you shoul...

13 Interview Questions to Hire Star Salespeople

Posted on June 20, 2017December 17, 2020 by caitlinhoward

How do you identify a star sales rep during an interview? You need to ask them the RIGHT interview questions. Today, customers have all the power and hiring pushy, “always be closing” types of sales reps don't work anymore. Sales reps need to be problem solvers and critical thinkers, but it can be difficult to determine this from outdated sales interview questions like 'Sell me this pen'. Use th...

7 Selection Strategies to Avoid Sales Hiring Disasters

Posted on June 7, 2017May 7, 2024 by caitlinhoward

The recruitment and selection process for hiring top-performing sales reps can be difficult, especially since your sales team is crucial to your company’s success. When it’s done well, it requires focused attention, specific expertise, and lots of time. Done poorly, and you risk a turnover and experiencing other consequences of a bad hire. In fact, studies estimate the cost of a bad hir...

3 Indicators You Should Replace Your Sales Rep

Posted on March 10, 2017April 28, 2022 by caitlinhoward

For many new sales reps, it can take up to six months to ramp up and find their stride before generating any revenue. However, there's a difference between when a sales rep is ramping up and when they're just not performing. So how do you know when poor performance suggests it's time to clean house? There are three key behaviors you can use to identify underperforming salespeople...

Avoid Hiring Regret By Asking Sales Reps About These Skills

Posted on August 4, 2016January 5, 2021 by caitlinhoward

Skilled sales reps have a lot of practice selling not only their product or service but also selling themselves. While this is a great ability for a sales rep to have, it can make interviewing one very difficult. Many times a sales rep will be hired based on their charisma and confidence during an interview, but when it come time for them to perform, oftentimes they’re unsuccessful. The best way t...

3 Attributes to Look for When Hiring Tech Sales Pros

Posted on May 20, 2016January 6, 2021 by caitlinhoward

There’s no question the tech industry is growing and with this growth comes an increase in the number of tech jobs available. Positions like developer and engineer are always in demand and highly recruited, but now tech sales professionals join the ranks too. According to a recent survey, when over 300 HR managers from US-based technology companies were asked to identify the positions that present...

How Recruiters Quickly Discern Top Talent in a Resume

Posted on February 12, 2016January 6, 2021 by caitlinhoward

After posting a new position on a job board or company website, you will often become inundated with resumes, phone calls and emails. It can be time-consuming and tedious to sort through the large volume of resumes and inquiries, even with a large staff. Use these three indicators to quickly discern top sales talent from candidate resumes and determine whether a candidate will move forward in the ...

How to Choose a Recruiting Firm for Sales Hiring

Posted on February 5, 2016January 6, 2021 by caitlinhoward

Finding the right salesperson for your organization is key to generating revenue and the overall success of your business. However, finding a talented salesperson is easier said than done. One way to ensure you find the candidate you're looking for is to enlist the help of a recruiting firm. Keep reading to learn how to find the best recruiting firm to fit your sales hiring needs. [slideshare id=5...

5 Things to Consider Before Hiring Your First Sales Rep

Posted on November 4, 2015January 7, 2021 by caitlinhoward

Too many small business owners believe the only way to take their business to the next level is to add a sales rep to their team. While hiring a new sales rep can be a great way to achieve that goal, you also need to make sure it’s the right time for you to hire and that your business is ready to take on a sales professional. There are five things you should consider before you hire your first sal...

What Wikipedia Can’t Tell You About Hiring Sales Leadership

Posted on March 26, 2015April 22, 2015 by caitlinhoward

If you’ve set your sights on growing your business and increasing your revenue this year, then you’re going to need qualified and competent professionals on your sales leadership team. One way you can find your next sales leader is by identifying high-potential employees with the right characteristics and skills to be successful in executive sales positions. Korn Ferry, a talent management orga...

How Do I Know When to Replace a Sales Rep?

Posted on July 25, 2014January 7, 2021 by caitlinhoward

No sales rep is perfect. It’s expected for them to have an occasional off week, or even a month where they don’t hit their numbers. But how do you know when these mistakes aren’t just the consequence of a rough patch and actually warrant serious consequences? There are four key performance areas you should use to evaluate if it’s time to replace a sales rep or not. Examining a sales rep’s behavior...

Market Your Company and Positions to Attract Top Talent

Posted on August 13, 2013April 6, 2022 by Kevin Steffey

This post is Part 2 in a Salesjournal Series on "Making Your Business Attractive to Top Talent." Part 1 asked, "Is Your Business Attractive to Top Talent?" Attracting top talent is a struggle for almost every company. An essential element to combating this problem is being able to market your company and your positions effectively. Appealing job descriptions, marketing your open positions...

On Boarding New Sales Reps

Posted on May 8, 2013May 11, 2022 by KathleenSteffey

by Richard Ruff Today a sales team must not only be able to sell a competitive advantage; they must be a competitive advantage. In most companies, it is increasingly difficult to sustain a competitive advantage by traditional means. Traditional factors such as superior products, scale, and innovative manufacturing technology may provide short-term advantages but unfortunately, they can be replicat...

5 Questions Great Job Candidates Ask

Posted on September 25, 2012April 4, 2023 by KathleenSteffey

By Jeff Haden, INC.com Be honest. Raise your hand if you feel the part of the job interview where you ask the candidate, "Do you have any questions for me?" is almost always a waste of time. Thought so. The problem is most candidates don't actually care about your answers; they just hope to make themselves look good by asking "smart" questions. To them, what they ask is more impo...

7 Things to Look for in a Sales Manager

Posted on September 24, 2012June 16, 2023 by KathleenSteffey

By Lee Salz Many execs put industry experience at the top of their criteria list for sales-management candidates. “The successful applicant will have 10 years experience in the widget industry.” Hogwash! The end result of this approach is that companies hire the industry retreads. Perhaps, employers think that this person will bring along valuable competitive secrets — maybe even some clients. Wh...

What employers look for in hiring salespeople

Posted on May 18, 2012May 12, 2022 by KathleenSteffey

By Tom Searcy, CBS MoneyWatch (MoneyWatch) Salespeople are hired to be fired. So when it comes time to find that next sales job, just what is the person doing the hiring looking for in a new salesperson? Research suggests there are three key factors prospective employers look at to predict the success of an employee. If you hire salespeople, you should be looking for these factors. Shockingly, m...

7 Hiring Mistakes and How Not to Make Them

Posted on December 7, 2011January 8, 2021 by KathleenSteffey

BY S. ANTHONY IANNARINO I am not throwing the first stone here (or the last). I have personally been guilty of half of these. But, alas, it is how one learns. Hiring Out of Desperation One of the fastest ways to build an underperforming sales force and burden yourself with human resources nightmares is to hire out of desperation. If you desperately need someone to fill the position, or if you are ...

KEEP IT SIMPLE WHEN IT COMES TO SALES COMPENSATION

Posted on November 25, 2011May 13, 2022 by KathleenSteffey

By Matt Smith In an earlier blog post that cited some key data from a recent CSO Insights report on best practices in tracking sales metrics, we noted that companies that measure 4-7 key sales metrics had higher sales performance than companies that tracked 3 or fewer key sales metrics. My first reaction when I read these statistics was that if measuring sales metrics drives sales performance then...

Will This Sales Candidate Really Fail If We Hire Him?

Posted on October 26, 2011January 8, 2021 by KathleenSteffey

Dave Kurlan is a top-rated speaker, best-selling author, sales thought leader and highly regarded sales development expert. This week I called the type of candidate that traditional HR professional love - his resume was formatted, there were no typos, his background was exactly what my client craved - but the assessment wasn't so impressed with him; he was a borderline candidate at best. Normally ...